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Preparing Sales Leaders to Report on Forecasts
Unlock details about forecasts with and without adjustments, overall planned revenue, and quota attainment when you create custom report types for forecasting When you create a custom report type, choose the primary and related objects carefully, because they determine the forecast types you can report on.
Required Editions
| Available in: both Salesforce Classic and Lightning Experience |
| Available in: Professional, Performance, and Developer Editions and in Enterprise and Unlimited Editions with the Sales Cloud |
This table lists the forecasting custom report types that you can create. When you create a custom report type, choose the primary and related objects carefully, because they determine the forecast types you can report on.
| Primary Object | Use to Create a Report for... |
|---|---|
| Forecasting Custom Data | Viewing external data that’s added to a custom column. We recommend including all the default fields in the report type. |
| Forecasting Custom Data with Forecasting Items as a related object | Viewing the forecast compared to external data that’s available in a custom forecast column. For example, create a report that shows how your sales team is performing versus last year’s performance. Create a custom field that contains data about last year’s total revenue, and select that field in a custom column for your active forecast type. Create the custom report type that uses Forecasting Custom Data as the primary object and uses Forecasting Items as a related object. When you create the report, include the forecast owner, the team’s commit value, closed value, and the custom column. |
| Forecasting Items | Viewing information about forecasts. If you use a forecast type based on revenue, we recommend using these default fields in the report type.
If you use a forecast type based on quantity, use these default fields in the report type.
Regardless of whether you forecast based on revenue or quantity, add these fields.
If you use cumulative forecast rollups, add this field to your report.
If you group your forecasts using custom picklists, add these fields in the report type.
|
| Forecasting Items with Opportunities as a related object | Viewing opportunity revenue or quantity forecasts. View opportunity information for specific forecasting line items. For example, you can create a summary report for each of your subordinates that includes the opportunity names and last activity dates for their forecasting items and final forecasts. To include forecast adjustments, either use the Forecasting Items report type, or use the Forecasting Item with or without opportunities option. For opportunities with no opportunity products specified, this report type includes two forecasting items: one for the opportunity revenue forecast type and one with product family grouping. These product family forecasting items roll up into the Products Not Specified row of the product family forecast. |
| Forecasting Items with Opportunities and Forecasting Source Record Judgments as related objects | Viewing opportunities revenue or quantity forecasts with judgment values. For example, you can create a summary report for each of your subordinates that includes the opportunities and whether they were judged in or out as part of the forecast. Including forecast judgments in reports works best if you apply judgments in either role-based forecast hierarchy or territory hierarchy forecast types, not both. If you use manager judgments in both role-based hierarchy and territory hierarchy forecast types, users other than Salesforce admins see judgments made in the role-based hierarchy only. |
| Forecasting Items with Opportunity Splits as a related object | Viewing opportunity splits or custom split field forecasts. View opportunity split or custom split field information for specific forecasting line items. For example, you can create a summary report for each of your subordinates that includes the opportunity split amounts and percentages for their forecasting items, with adjustment information and final forecast amounts. |
| Forecasting Items with Opportunity Product as a related object | Viewing product family forecasts. View product family information for specific forecasting line items. For example, you can create a summary report for each of your subordinates that includes the product families and total price for their forecasting items, with adjustment information and final forecast amounts. This report type shows forecasting items for product family revenue, product family revenue by territory, and product family quantity forecast types. It includes opportunities with and without opportunity products specified. |
| Forecasting Items with Product Splits: Items with Products No Split and Opportunity Product Splits as related objects | Viewing opportunity product split forecasts that contain items that aren’t split. For example, create a summary report for each of your subordinates that shows the opportunities included in a forecast that don’t include split amounts or percentages. To see the entire product splits forecasts, create a joined report that includes this report type and these report types.
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| Forecasting Items with Product Splits: Items with Product Splits and Opportunity Product Splits as related objects | Viewing opportunity product splits forecasts that contain items that are split. For example, create a summary report for each of your subordinates that includes the opportunity product split amounts and percentages for their forecasting items, with adjustment information and final forecast amounts. To see the entire opportunity product splits forecasts, we recommend creating a joined report that includes this report type and these report types.
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| Forecasting Items with Product Splits: Items without Products as a related object | Viewing opportunity product split forecasts that contain items that don’t include a product designation. For example, create a summary report for each of your subordinates that shows the opportunities included in a forecast that aren’t grouped with a product. To see the entire product splits forecasts, create a joined report that includes this report type and these report types.
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| Forecasting Quotas | Viewing data about individual or team quotas. We recommend including all the default fields in the report type. For example, you can include lookup fields, such as the full name of the owner. When running the report, you can filter by your name to see quotas that you created and their related accounts and owners. |
| Forecasting Quotas with Forecasting Items as a related object | Viewing quota attainment. For example, you can use Forecasting Quotas and Forecasting Items to create the custom report type. Then, when you create the report, include a team’s quotas and forecast revenue for closed forecasts, and create a formula field to show the attained quota percentage. |
| Forecasting Submission with Forecasting Items or Forecasting Submission Items as a related Object | Viewing submitted forecasts over time. For example, you can use Forecasting Items and Forecasting Submission to create a custom report type. Then, when you create a report, include a team’s forecast revenue for closed opportunities to compare what was submitted to what was closed. Creating this report also allows sales teams to review an extended history of their submissions, beyond what is available in the forecasts page. |
| Opportunities with Forecasting Source Record Judgments as a related object | Viewing opportunities with their amounts and their judgment value. For example, create a report sorted by opportunity owner that includes the Manager Judgment field, amount, and the forecast category to aggregate a rollup of amounts judged IN and OUT in a forecast. Including forecast judgments in reports works best if you apply judgments in either role-based forecast hierarchy or territory hierarchy forecast types, not both. If you use manager judgments in both role-based hierarchy and territory hierarchy forecast types, users other than Salesforce admins see judgments made in the role-based hierarchy only. |
